Best Practices, Llc
Building an Effective Sales Force to Influence Formulary Decision-Makers in the U.S. Hospital Marketplace
Published in Health Business Week, August 3rd, 2007
The U.S. hospital marketplace is characterized by a range of customer types that influence formulary decisions. While health care professionals continue to rank as having the most influence on formulary decisions, best-in-class companies see hospital network administrators as an ever-growing force. Consequently, pharma and biotech companies are designing and providing more specialized training to help their hospital sales forces navigate the decision-making structures of hospital networks, according to recent research from pharmaceutical benchmarking leader Best Practices, LLC.
The study, Sales Force Effectiveness: Benchmarking the Resources and Structure Required to...
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Source: Health Business Week (2007-08-03)
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